An idea without an action plan is like an engine without a chassis...it sounds great but it goes nowhere. In sales, 99% of people know what they have to do to be successful; but a much smaller percentage have any idea how to put it into practice. As salespeople, we are suckers for the clever quote, the pithy phrase. Turning these into actions that move us out of our comfort zones is another...

Good negotiators put their offer on the table, promote it strongly in terms of benefits for the other side, and then look for the other side's reaction. Great negotiators are able to assess the other side's reaction before they make their offer. They hold back on putting their proposal too early because they ...